Last Updated Apr 9, 2010 2:28 PM EDT
I could use a little bit of improvement on is getting over excited when I get a big prospect on the line. The challenge is not getting too over excited that you finally landed the prospect and falter on proven sales techniques.I sympathize because I used to do the same thing, not with sales situations, but when I used to interview billionaire CEOs.
For example, when I had a one-on-one interview with Oracle CEO Larry Ellison about 10 years ago, I totally clutched and failed to ask the question that would have made him squirm -- and resulted in a great story. (Ellison had just hired President Clinton's scandal-trained press secretary.)
I've since overcome that tendency to get nervous, using three techniques:
- #1: Rehearse. I simply rehearse the conversation ahead of time. If I do this enough times (like 15 or 20), my mouth still would do the right thing, even if the rest of me was freaking out.
- #2: Breathe. I've found that I can draw on my experience with martial arts and yoga to calm my body and maintain better control. Presumably other breath-control disciplines would work, too.
- #3: Disconnect. The reasons you're excited is that you're thinking about the goal rather than the process. I discuss this problem (and how to fix it) in "Sales Goals Can Be Your Worst Enemy."
READERS: Any other suggestions?